Learning & Development Programs Lead

Responsibilities

• Strategy & Leadership
• Define and execute a global Sales L&D strategy aligned with revenue goals and GTM priorities
• Build a multi-year roadmap covering onboarding, continuous development, leadership training, and role-based learning paths
• Partner closely with Sales, Product Marketing, RevOps, and Customer Success leadership
• Program Development & Execution
• Design and deliver high-impact programs across:
• New hire onboarding
• Core sales methodologies
• Product and industry knowledge
• Executive selling and deal strategy
• Implement blended learning approaches (live, digital, cohort-based, experiential)
• Performance Impact
• Design L&D programs with learning objectives that directly support Sales' business outcomes such as:
• Sales employee ramp time
• Pipeline generation
• Win rates
• Deal size
• Sales cycle length
• Establish KPIs and measurement frameworks to track program effectiveness
• Onboarding & Ramp
• Design and deliver a structured, role-based onboarding program that accelerates time-to-productivity
• Define clear learning objectives and milestones aligned to early-stage performance expectations
• Partner with Sales Leadership and RevOps to ensure onboarding reflects current GTM priorities
• Continuously optimize onboarding based on ramp metrics, new hire performance, and feedback
• Sales Leadership Enablement
• Develop first-line manager and sales leader training programs
• Equip leaders to coach effectively and reinforce behaviors in the field
• Global Scale & Consistency
• Ensure programs are scalable and adaptable across geographic regions, functional roles and industry verticals
• Drive consistency in messaging, methodology, and execution
• Team & Vendor Management
• Build and lead a high-performing L&D / enablement team
• Manage external vendors, platforms, and content partners

Requirements

• 10+ years in Sales Enablement, Sales L&D, or Revenue Enablement
• 5+ years leading teams and global programs
• Bachelor's Degree required in a related field
• Experience in enterprise SaaS or complex B2B sales environments
• Proven track record of improving measurable sales outcomes through L&D initiatives
• Deep understanding of enterprise sales motions and methodologies
• Data-driven mindset with experience tying enablement to revenue metrics with practical experience implementing the Kirkpatrick model
• Exceptional stakeholder management and executive communication skills
• Strong adult learning expertise
• Preferred Experience:
• Experience building and scaling global onboarding programs that reduce ramp time and improve early-stage quota attainment
• Certification or deep familiarity with leading sales methodologies
• Experience enabling enterprise, multi-stakeholder, and platform-based sales motions focused on value-based sales
• Proven experience implementing and optimizing enablement tech stacks and leveraging AI in the learning experience (e.g., Highspot, Seismic, LMS/LXP platforms, OpenAI, Gemini and Claude)
• Experience with learning analytics, measurement frameworks, and connecting enablement efforts to revenue performance
• Exposure to global sales organizations and regional localization strategies
• Experience working cross-functionally with Product and Engineering, Product Marketing, RevOps, and Customer Success to align messaging and training
• Familiarity with AI-driven learning tools, content personalization, and adaptive learning technologies
• Tools and Resources
• Training and Development: During onboarding, we focus on equipping new hires

Additional Information

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you'll be part of a passionate team dedicated to accomplishing hard things, together. The Learning and Development (L&D) Programs Lead will define and lead the strategy, design, and execution of learning and development programs that drive measurable sales performance. This role brings together sales enablement, adult learning, and revenue strategy into a unified approach, building a scalable system that improves ramp time, increases win rates, and drives consistent execution across the global sales organization. This role will shape how Appian prepares its sales teams with the capabilities, insights, and behaviors needed to succeed in complex enterprise sales. This role is based at our HQ in McLean, VA. Appian was built on a culture of in-person collaboration, which we believe is a key driver of our mission to be the best. Employees hired for this position are expected to be in the office 5 days a week to foster that culture and ensure we continue to thrive through shared ideas and teamwork. We believe being in the office provides more opportunities to come together and celebrate working with the exceptional people across Appian.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at appian? Share your experience